About ValuClarity

Customer-perceived value drives all commercial activity, from deciding to click a link, to accepting a requested sales appointment, do the final buying decision. We discuss uncovering value, developing value in a customer’s mind, selling value, and pricing to that value. Value Focus is a whole-company effort: Connect everyone in your organization to their role in creating and delivering customer value — in order to elevate your company’s performance...and your people’s careers.

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    Stories are getting big in the sales world...but why, and how can you get those benefits? And what else can you use stories for. Bonnie Harvey and Michael Houlihan built Barefoot wines into the world's largest wine brand, by building a culture focusing everyone at Barefoot on value; on the customer. They have started a venture focusing on using the best in storytelling to help companies build the right culture.

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  • Stories are getting big in the sales world...but why, and...
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    Companies have formed silos to help them perform their operations more efficiently and effectively, but that siloed structure often fails organizations trying to execute major buying decisions. Sales organizations need to be effective guides, saving their prospects from their own dysfunctions.

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  • Companies have formed silos to help them perform their operations...
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    Value propositions are a monolithic statement in a world that requires personalization.

    Value messaging is telling, not selling.

    Value networks help companies build a suite of value hypotheses tuned to individual buying personas

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    Myth 1: Price should be calcuated from your costs

    Myth 2: Dropping price will increase demand

    Myth 3: Price is just another feature

    Myth 4: You can "Make it Up On Volume"

    Myth 5: There's Such a Thing as Limited-time Discount

    Bonus Myth 6: When a Customer Says "Your Price is Too High", believe it.

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  • Myth 1: Price should be calcuated from your costsMyth 2:...
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    Our First Episode! What the ValuClarity Podcast is all about, and why we're here. First order of business: define value...the same as customer-perceived value, because value doesn't come in any other flavors.

    Special thanks to Craig Theorin for the theme music: The Know Value Blues.

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  • Our First Episode! What the ValuClarity Podcast is all about,...

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